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Essay / Research Paper Abstract
This 4 page paper considers a case supplied by the student. The paper creates an agenda for a meeting to negotiate the sale of books, identifies the arguments, shows the BATNA, PATNA and WATNA; these are the best alterative to a negotiated agreement, the probable alterative to a negotiated agreement and the worst alternative to a negotiated agreement, and then looks at the possible negotiation strategies that could be used.
Page Count:
4 pages (~225 words per page)
File: TS14_TEbookneg.rtf
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Unformatted sample text from the term paper:
the probable alterative to a negotiated agreement and the worst alternative to a negotiated agreement. With this understanding we can develop a negotiation strategy. The first task is to
create an agenda. A meeting needs to be set up. The first aspect of the meeting is to allow the potential buyer to inspect the books. The sellers are happy
for the books to be inspected, but only under their supervision at home. This means the meeting needs to be arranged at the home of the sellers. The satisfaction at
the condition of the books needs to be established before there is any negation on price. It is only after the potential buyers have seen the books that they will
be prepared to make an offer for them. The negation will need to incorporate both the issues of the price and also the time scale. The books cannot leave the
position of the seller until payment has cleared, but the sellers also want time to make some copies form the books. Here we do not need to consider copyright as
these books are out of copyright and this does not appear to be an issue. However, the desire of the seller to take some copies prior to selling the book
should also be declared at the beginning to avoid any later confusion. The main points of the argument are that these are the second and the forth books for
the first edition of Aesops fables. We will assume that the books are in good condition and have been valued at $400,000 - $600,000 a book. The value is also
likely to reflect the fact they are only part of a set. The seller would like to achieve a sale price of $560,000 for the two books. This is well
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